Is Good Enough Really Sufficient in Today’s Economic Times?
Written on November 24, 2009 – 11:27 am | by Mercer Erickson
Since 2000 it seems that the American economy is changing in every which way. The mindset of the American people seems to be changing as well. We have seen fraud with major corporations, the uneasiness of the stock market, banks folding, bankruptcies escalating rapidly, and the housing market breaking records with foreclosures. We are awed and questioning the stability of our nation.
If employees aren’t getting laidoff, corporations are instituting hiring and spending freezes. The continued terrorist attacks and attempts has left an uneasiness in America. As business owners, employees and our customers are molding into a changed mindset. Our behavior is more conservative no matter what the geographic area or industry we are in. The American public are not making hasty decisions and are more conscience when it come time to make a financial decision whether small or large. As I converse with people every day, I continue to hear complaints but everyone seems to think doing nothing is “good enough” for the time being. Everyone is waiting for everything to “fix” itself.
We don’t have much power to alter the situation, but we do control how we react to the current climate. Now, more than ever, we are challenged to rise to the occasion and be the most skilled salespeople possible. We have to be embraced with a distinct advantage of a quality proven product and system for sales.
If we were successful in the past, we can be successful in the future. We need to trust the system if we expect to flourish and enjoy continued success. Yes, we will get knocked down along the way, but we get up, dust ourselves off, and drive forward. This part of being successful has never changed. There will always be obstacles in the way. Customer’s mindsets and anticipations have changed and we need to be accommodating to meet their requests. We need to ask ourselves, what can we do to reach that success at the end of the pipeline?
Consistent prospecting keeps our pipelines full giving us a greater chance to make sales and protect our income streams. Many people in the sales workforce are required to cold-call to set appointments that lends itself well to our Initial Benefit Statement. We simply have to make more contacts during the day to arrange a meeting than the hit and miss process of simply cold calling 100% of the time.
If we are talented and experienced with postcard prospecting, then increasing our volume and frequency might be the key. Email prospecting is becoming more and more popular and we can use this to our advantage as well. There are unlimited ways to obtain potential client contact lists. The most important strength of an email lies in the subject line. Be sure it’s powerful and catches the attention of the customer. You can touch many more customers through an email campaign quicker and usually less expensive than a postcard campaign. Alternating your campaigns and using a variety of both could be more beneficial.
Creating value in the customer’s mind is one of our primary responsibilities. What customers were willing to find acceptable in the past may not measure up to their current standard. This is the principle that U.S. automakers were slow to embrace and lost market share as a result. Let’s learn from their experience.
We need to change with the times or we will have to go to the end of the line. Ask yourself, “Is “adequate” really adequate? Will this mindset make us reach our goals to success?
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